Davina Lacey, Director - Stockbridge Brokers
If selling a business were simply about finding a buyer, most transactions would complete smoothly.
Yet in reality, a significant proportion of small and mid-market businesses that go to market never reach settlement. Not because there isn’t interest — but because the gap between expectation and preparedness is wider than most owners realise.
That gap is where value is either protected… or quietly eroded.
Too often, a business is taken to market before it is truly ready. Financial reporting lacks clarity. The owner remains central to key relationships. Growth opportunities exist — but only as conversations rather than documented, defensible plans. When buyers move into due diligence, risk surfaces quickly and confidence weakens.
There’s also a perception issue in our industry. When some people think of business brokers, the image is still a cigar-smoking, used-car salesman in a shiny suit, promising more than the numbers can justify. (For the record — there are no cigars in our office, and we are quite fond of spreadsheets.)
The reality is that today’s buyers are sophisticated. They expect data. They expect transparency. And they expect businesses to be built as transferable assets — not personality-driven operations.
The businesses that transact successfully tend to share common characteristics:
In short, they are positioned — not just marketed.
For many founders, the eventual sale of their business will be their largest financial event. Yet exit strategy is often the least discussed item in the boardroom.
If you are considering an exit in the next few years — or simply want to understand how buyers would view your business today — we’re always open to a confidential discussion around positioning, risk and value.
And as I shared at the Queensland Leaders event, we genuinely value staying close to what is happening across industries. Understanding what is shifting in your sector helps all of us make better decisions.
Learn more about how Queensland Leaders can help you achieve your business goals.
